20: Bill Zeeb | Strengthening Your Leadership Muscles
Before you can lead others, you have to lead yourself effectively, says Six Sigma expert Bill Zeeb. 20+ years as a six sigma trainer and mas...
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Sales Process Excellence Podcast
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Episodes
20 episodes19: Bob Apollo | The Art, Science, and Engineering of Sales Management
Where do many organizations plateau – or even see a decline – in sales? Bob Apollo, of Inflexion Point, says scalability can't happen when s...
18: Frank Swiatek | The Cure for the Common Cold Call (Part 1)
In this edition we have a unique opportunity to hear from sales consultant Frank Swiatek about how he's helping the local branches of a nati...
17: George Bronten | Your Customer's Decision Journey
Sales and marketing management is struggling. A study from CSO Insights has the hard evidence. They found that for the last six years, the p...
16: Amir Ghannad | Transformative Leadership
Sales teams, manufacturing plants… whole companies. Every part of every business needs effective leadership to thrive. But what makes for a...
15: Joseph Paris | Emphasizing People Over Technology
Operational excellence is Joseph Paris's specialty. With his work at consultancy Xonitek he's all about making companies more productive, ef...
14: Dave Vranicar | 4 Stages of Sales Systems
As a company grows, your approach to sales must change, says Dave Vranicar, founder of Redwell B2B. Even the type of sales leader you hire m...
13: Don Carli | Lessons from Listening to Your Customers
As believers in process improvement, we know the importance of the Voice of the Customer and the value of reliable data. In today's conversa...
12: Bill Waddell | The Dangers of Good Marketing
Many companies embrace the lean philosophy and seek business excellence. But best practices aren't just something you can plug-and-play. And...
11: Bill Blair | The Sales Management Myth
Bill Blair, founder and CEO of Blair Business Solutions, helps his clients work through issues with leadership development, sales coaching,...
10: Nick Katko | 5 Areas of Performance you Must Measure
The shift from the mass production of the 20th century to just-in-time to on-demand to lean has forced companies to radically change the way...
9: Josh Pitchford | Spending Too Much Time With the Wrong Prospects?
It's typical for 20% of the salespeople in an organization to be responsible for 80% of production, says Josh Pitchford, a consultant with S...
8: Tim Doot | Becoming More Partner Than Vendor
Burr Oak Tool, a leading manufacturer in the HVAC industry, has long implemented lean practices in their operations. But when Tim Doot arriv...
7: Dave DeSantis | Negotiating From Both Sides of the Table
At the end of the day, sales success is about having prospects and customers trust you – and never betraying that trust. There are some obvi...
6: Michael Darrish | The #1 Cause of Sales Sabotage
Pricing, contests, relationships… for years sales, departments could get away with relying on those elements to meet numbers. But in today's...
5: Tobia La Marca | The Dangers of "One-Sided" Prospect Conversations
Tobia La Marca is spreading the gospel of sales process excellence in Italy. As a business development rep for a tech company, Tobia has fou...
4: Todd Youngblood | The Golf Pro's Secret for Better Sales
Success in sales is all about personality and relationships, right? That's part of it, says Todd Youngblood of the YPS Group. But if that's...
3: Rich Piech | The Toyota Factory Floor Sales Secret
When independent consultant Rich Piech starts working with a company that's struggling to scale up… he often finds that they have a fundamen...
2: Jeff Galas | The Mindset Shifts You Need to Boost Sales
Do you know who your ideal prospect is? Are you sure? Jeff Galas, the founder of On Purpose Growth, maintains that too many companies are wa...
1: Steve Hollingsworth | The Systems Thinking Approach to Business Problems
When things are going wrong in a business, it's the tendency of many managers and owners to blame employees. But, says Steve Hollingsworth,...